Have you had your wake up call ? Richard Sheppard

Agenda What do you see ? Discovering What Matters Perception of guarantees Protect, Recover & Repair

Remember October ? RBS (Royal Bank of Scotland) paid $100bn for ABN Amro Since October 2007, this amount of money could have bought... MORGAN STANLEY $10.5bn CITIBANK $22.5bn GOLDMAN SACHS $21.0bn MERRILL LYNCH $12.3bn DEUTSCHE BANK $13.0bn BARCLAYS $12.7bn

“If we take a late retirement and an early death we should just about scrape by….” Business Week - July 28, 2003 © The McGraw-Hill Companies Inc.

What did the experts predict for the FTSE in 2008 ? Lehman Brothers7300* Lewis Charles Securities7200* Gartmore7200** UBS6960*** Hargreaves Lansdown6900** Capital Spreads6800* Seven Investment6413 ** FTSE 100 ended 2008 at 4434 Source: * Independent.co.uk – 28 th December 2007 ** Telegraph.co.uk – 28 th December 2007 *** Thisismoney.co.uk – 12 th December 2007

So what is the current investment climate? FTSE 100 started 2010 at What do the experts predict for 2010 ?? –JP Morgan 5800**+7.1% –Killik & Co 5850*+8% –Hargreaves Lansdown 6000**+11% –Seven IM5500*+1% –Brewin Dolphin5500*+1% –Charles Stanley4700*-13% Source: * Timesonline.co.uk - 7 th November 2009 ** Telegraph.co.uk - 27 th December 2009

What a ride ! FTSE % Change August 1996 to August 2009

FTSE 100 Quarterly Trading Ranges Source: Yahoo Finance, August The above chart shows the highest and lowest points of the FTSE 100 each quarter from 01/01/2006 to 30/06/10.

Left Brain – Right Brain

Excitement Optimism Thrill Euphoria Anxiety Denial Fear Desperation Panic Capitulation DespondencyDepression Hope Relief Optimism Point of Maximum Financial Opportunity Source: Janus, March 2001 Investor psychology Point of Maximum Financial Risk

Discovering What Matters - A Model of the Good Life Balancing Money, Medicine & Meaning –Achieving a Good Life –Core components –Triggers & transitions

Activities Integral to the Good Life Money Medicine Meaning Place Priorities shift with age Source: Discovering What Matters: Balancing Money, Medicine and Meaning, MetLife’s Mature Market Institute, January 2009.

Relative Importance of Four Life Themes Based on Age Balancing Money, Medicine, Meaning and Place Source: Discovering What Matters: Balancing Money, Medicine and Meaning, MetLife’s Mature Market Institute, January Based on points allocated to four core components. Money has LESS importance as we age

Change of Focus Accumulation Phase Return on Investment Reliability of Income Reliability of Income Distribution Phase

Will the Sequence of Returns Matter? 1 1.) Source: Moshe Milevsky, Ph.D.; IFID. 2.) Assumptions: Hypothetical return of 17%, 27% and -20% in 3 year cycle for life of investment. Hypothetical investment management fee of 2.05% (0.8% fund company management fee and 1.25% WRAP fee. 3. Assumptions: Hypothetical return of 17%, -20% and -27% in 3 year cycle for life of investment. Hypothetical investment management fee of 2.05% (0.8% fund company management fee and 1.25% WRAP fee.) Figures, calculations, and graphs are for illustrative purposes only. They are based on hypothetical rates of return and do not represent investment in any specific product. They may not be used to predict or project investment performance. Unless noted, charges and expenses that would be associated with an actual investment are not reflected. £1 million Nest Egg Depleted in 30 years -20% 17% 27% Depleted in 25 years -20% 17% 27% 8% Average Return £3,800 Monthly Withdrawal + 3% Inflation Compare two repeating sequences of returns

Many people greatly underestimate the time they will spend in retirement The Risks At least one person has a chance of living beyond: Male Female Couple 50% chance of living beyond 25% chance of living beyond Popular retirement age Source:MMI Retirement Income IQ Study June 2008

Excitement Optimism Thrill Euphoria Anxiety Denial Fear Desperation Panic Capitulation DespondencyDepression Hope Relief Optimism Point of Maximum Financial Opportunity Source: Janus, March 2001 Investor psychology Point of Maximum Financial Risk

Excitement Optimism Thrill Euphoria Anxiety Denial Fear Desperation Panic Capitulation DespondencyDepression Hope Relief Optimism Point of Maximum Financial Opportunity Source: Janus, March 2001 Investor psychology Point of Maximum Financial Risk

Financial Planning with Certainty Certainty of.... –capital protection –income –securing potential growth –investment strategy –expectation Certainty for.... –Clients –dependants –Trustees –you 20

The Perception of Guarantees Cash Deposits With Profits Structured Products Conventional Annuities

Now is the Time Protect Guarantee + secure investments from future market downturns Additional peace of mind and protection for the family Recover Watch the investment grow Capturing potential market growth at regular intervals. Repair Help future income recover further

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